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The latest tendency data show that the reduction of consumption of office paper, newspapers and magazines will continue. Only packaging and tissue papers maintain or increase their values. The ever-increasing demands on quality and ecology in paper production are currently being solved mostly through a variety of different chemical additives. These facts require alternative and non-traditional methods and technologies of improved environmental friendliness to increase further the efficiency of the processes. Magnetic treatment of water systems is a relatively new method for the optimization of industrial processes. It is technically comfortable and environmentally friendly but it cannot replace the use of the suitable Wet-End chemical additives. Furthermore, it is technologically easy to apply and requires minimum investment and costs, which provides its wide application. The purpose of the present study is to investigate the effect of magnetic treatment on the sack paper furnish behavior in dependence of the quantity of the anionic high-molecular mass modified polyacrylamide at a constant consumption of other system components. The investigations are carried out with 100 % unbleached sulphate softwood pulp, cationic starch, anti-dusting additive, modified rosin sizing agent, Alum and retention additive. The experimental results obtained show the positive impact of the magnetic treatment on the behavior and properties of the paper furnish. [ABSTRACT FROM AUTHOR]

While many UK and European academics were studying B2B networks and relationships or KAM, the selling and sales management work I was reading was almost all in I JPSSM i and similar US-based journals. We are going to pay special attention to diffusion of the work published in I JPSSM i to our academic and practitioner audiences, and we have a number of great ideas for the dissemination of papers from I JPSSM. i I'm excited to move forwards on those in 2020. To me, it is always painful to see a paper rejected from I JPSSM i appearing in another relevant journal, especially after the authors have used the review comments from I JPSSM i to improve their paper, so it makes a good contribution. If sales is to grow as a field, and with it I JPSSM i as its leading journal, we need to support the work going on in sales. [Extracted from the article]

Adaptive selling is widely deemed as an important characteristic leading to success in personal selling. This research focuses on the way that both learning goal orientation and proving goal orientation influence a salesperson's adaptive selling through their influence on salesperson perceived obsolescence. A sample of insurance salespeople provide data and structural equation modeling tests a theoretical model linking goal orientation to adaptive selling. The results demonstrate that a strong learning goal orientation promotes adaptive selling. In contrast, a salesperson's degree of proving goal orientation relates negatively to adaptive selling. In addition, a learning goal orientation reduces perceived obsolescence, whereas a proving goal orientation promotes perceived obsolescence. Perceived obsolescence detrimentally affects adaptive selling, however, direct effects of goal orientation persist even given the significant role of obsolescence. [ABSTRACT FROM AUTHOR]

A call for papers is presented for the National Conference in Sales Management to be held April 4-6, 2013 in San Diego, California.